The Rise of XaaS & Cloud - New Models with New Rules
Cloud and XaaS have changed more than the way organizations buy software. They've changed the negotiation itself. Learn how subscription-based pricing, renewals, usage models, and supplier incentives reshape leverage -and what buyers can do to negotiate from a stronger position.
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Cloud and XaaS have changed more than the way organizations buy software. They've changed the negotiation itself. Subscription pricing, auto-renewals, consumption models, and evolving supplier incentives require a different approach than traditional purchasing.
In this session, we'll examine how these modern commercial models influence negotiation outcomes and where buyers can strengthen their position before costs, terms, and renewals become difficult to change.
In this session, we will cover
- How cloud and XaaS business models have changed supplier sales strategies and buyer leverage.
- Common pricing, renewal, and contract structures that create long-term commercial risk.
- Practical negotiation strategies to improve flexibility, reduce cost, and strengthen future negotiating positions.
Meet Your Instructor
20+ years' experience in supplier-side negotiation.
Andrew brings deep insight into how suppliers price, sell, and negotiate. As Lead Trainer, he curates Green Cabbage's training sessions and combines his expertise with the collective experience of Green Cabbage executives.
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These no-cost 30-minute sessions preview the strategies covered in our Certification Classes and are designed to share insights from finalized agreements and negotiations, helping teams recognize leverage before contracts are negotiated, renegotiated, or signed.
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